Final Customer Purchasing from an Intermediary of the Product

Acquire Steps: Acquire steps include all activities the customer completes preceding the purchase of the product. These steps include the customer's efforts needed to identify and evaluate Intermediaries and travel to the Intermediary location.

Knowledge: Add knowledge

Process where product is used: Explain how product can or should operate in customer cost system


No. Year SIC Note
1 2004 5000 Products best suited for in-home selling are those that need explanation. Tomboy Tools for Women fall into this category, as women often feel uncomfortable buying hammers and drills from huge hardware stores. Tomboy's in-home demonstrations show women how to use 50 different tools. Their 2004 sales are expected to rise 15% from last year's $500,000. Creative Memories, which sold $400 million in photo and scrapbook supplies in 2003, has parties where guests learn how to preserve photos on acid-free paper. Men are also involved in these parties, as ProShopathome has parties for golfers.
2 2004 5045 CDW is using the field sales force and specialty group initiatives to help fuel sales. Each field employee represents four or five account representatives back at the company headquarters. The company has gone from 15 experts in its specialty group to more than 150 people today. The employees are more like system engineers than account managers. They make recommendations and suggest options for hardware and software.
3 1989 6021 In a new program for young adults, NCNB offers a pre-approved car loan and a special cash-flow statement to help in saving money.
4 2004 7319 Google steadfastly refused to clutter the home page with splashy ads or links to other Web sites, maintaining a zippy, minimalist design that has scarcely changed to this day. They built a business out of selling paid ads alongside search results, which turned Google into a money making machine. But more importantly, they provided fast and reliable results.
5 2003 7375 Through the Web, eBay's citizens have access, 24 hours a day, to every trend, every sale, every new regulation in the eBay world. The system is utterly transparent now.

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